Key skills
GoRAISaaSCustomer SuccessSales
About this role
Role Overview
- Own revenue targets across new business, expansion, and retention for the SOE product portfolio
- Lead, coach, and grow a distributed team across Account Executives, Sales Engineers, and Customer Support
- Define and execute a sales strategy focused on engineering leaders, platform teams, and developer experience buyers
- Partner closely with Marketing to align on pipeline generation, messaging, and go-to-market strategy
- Collaborate with Product and Engineering to represent customer needs and influence roadmap priorities
- Build deep expertise in Backstage Portal and Confidence, translating technical value into clear customer outcomes
- Tell a compelling story about Spotify’s dogfooding approach and how our products are proven internally at scale
- Establish strong forecasting discipline and maintain a healthy, predictable pipeline
- Track and improve key metrics such as pipeline coverage, conversion rates, time to close, and net revenue retention
- Design scalable sales processes, onboarding programs, and playbooks as the business grows
- Represent Spotify externally at industry events, conferences, and key customer engagements
Requirements
- 8+ years of experience in B2B SaaS sales, including 3+ years leading and developing high-performing teams
- excited about how AI is transforming software development and can connect that shift to real customer value
- comfortable engaging with engineering leaders, CTOs, and platform teams, building credibility through understanding their challenges
- experience selling to R&D, engineering, or developer experience buyers and understand their decision-making processes
- experience working alongside Sales Engineering and understand the importance of technical depth in complex sales
- owned or partnered closely with Customer Support or Customer Success and view post-sale health as part of revenue strategy
- data-driven and use metrics to guide forecasting, performance, and decision-making
- able to build structure and process from the ground up without adding unnecessary complexity
- thrive in environments where the product is innovative and requires educating the market
Benefits
- health insurance
- six-month paid parental leave
- 401(k) retirement plan
- monthly meal allowance
- 23 paid days off
- paid flexible holidays
- paid sick leave